Acumen Management Group, Ltd
Sales Management Audit Plan
Ken Thoreson
423-884-6328
www.AcumenManagement.com


Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization

1. Rate how confident you are that you know the true or real total value of your pipeline?
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2. Rate how confident you are that you know what percentage of the pipeline in the current category is required to ensure the current month sales budget is exceeded?
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3. Rate how confident you are that you know what percentage of the pipeline in the current category is required to ensure the current month sales budget is exceeded?
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4. Can you visually see all your top 10 dollar value forecasted accounts, from your desk or you portfolio? Rate how well you strategize on the top 10.
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5. Do you have a plan to review your targeted account activity Vs actual account activity? Rate your sales strategy and tactical plans to penetrate or open your targeted accounts?
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6. How would your rate your ongoing recruiting plan that ensures you have qualified candidates available?
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7. Rate the quality of your interviewing process that ensures the best candidate is selected not the best available candidate is selected?
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8. Is your salesperson's Business Plan reviewed each month? Rate how complete your salesperson Personal Business Plan has been implemented.
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9. Do you have a Salesperson Development Plan implemented to improve the professionalism of your team? Rate the quality of your 3-month sales-training program, is it defined and implemented?
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10. Rate the quality of your CRM system; is it being used effectively? Do your salespeople keep it up to date? Is it backed-up?
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11. Rate the quality of your salesperson 6-month Named Account reforecast/strategic/tactical plan process?
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12. Is your marketing plan providing you the desired results? Rate the quality of your 6-month sales/marketing plan.
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13. Are your company's goals aligned with your sales compensation/quota programs? Rate how well your compensation plan works?
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14. Do you know your sales indictors, are they defined? Are they measured, posted-Graphed-Analyzed? Rate how effective or real are your sales management leading indictors?
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15. Do you have regular scheduled and unscheduled "coaching" sessions with each of your salespeople?
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16. Do you have sales contests? Are they planned to promote revenue and build teamwork? How would you rate the effectiveness of your sales contests and business games?
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Your Score